Typical enterprise TCV
Opportunities spanning software, technology, services and multi-year commitments.
Strategic enterprise sales executive
I Create, Grow and Close Complex Enterprise Business.
Nine years in sales, including six in healthcare, commercializing technology, SaaS, data and AI-enabled solutions. I specialize in new-logo acquisition, strategic account expansion and $500K–$1.5M+ TCV opportunities requiring executive alignment, a credible business case and disciplined execution.
Executive career overview
Enterprise Growth, Built and Closed
The common thread: creating enterprise demand, building the business case and converting complex buying groups into committed customers.
Qualified pipeline
Self-generated within the first six months of building a greenfield SwipeSense territory.
TCV closed
Self-sourced and closed within the first six months at SwipeSense.
Territory revenue
Expanded from $5.5M across recurring and software revenue.
$4M+ net-new business at Vantive
$6M+ enterprise pipeline at Vantive
328% 2023 quota achievement
215% 2024 capital achievement
Pipeline, capital, recurring revenue and contract-value figures represent distinct commercial categories and are not combined.
Career progression
Each Chapter Added a New Enterprise Capability
UPS Account Executive
Commercial foundationBuilt disciplined prospecting, territory management and contract-development fundamentals.
UPS Healthcare
National account scaleAdvanced into healthcare, national accounts and larger enterprise agreements.
Baxter Associate Business Manager
Clinical credibilityBuilt acute-care workflow fluency and supported adoption across complex healthcare accounts.
Baxter Enterprise Business Manager
Enterprise expansionLed complex healthcare technology sales across clinical, operational and financial priorities; the renal division became Vantive in Q1 2025.
SwipeSense
Greenfield creationNow combines healthcare, SaaS, IoT and data to create enterprise demand across a 10-state territory.
Enterprise Growth
Creates net-new pipeline, expands strategic accounts and develops multi-year enterprise opportunities.
Strategic Seller
Builds executive business cases and guides complex decisions.
Healthcare Technology
Sells SaaS, analytics and operational change across health systems.
AI + Data
Uses AI and data to improve account prioritization, prospecting, workflow efficiency, decision-making and commercial execution.
Selected deal evidence
Four Wins Show Different Dimensions of Enterprise Selling
Each case shows how I create demand, align buyers, translate technology into value and earn a decision.
01 · Flagship win
Baylor Scott & White Health
Texas-wide acute kidney therapy standardization
- Total contract value
- ~$2.1M
- Term
- 5 years
- Scope
- 22 hospitals
Situation
The relationship began with an unsuccessful effort to place Starling non-invasive hemodynamic monitoring technology.
Challenge
Standardizing acute kidney therapy across 22 Texas hospitals meant aligning clinical, operational, supply chain and technical stakeholders while displacing an incumbent.
Action
Protected the relationship after the initial loss, reframed the problem around enterprise standardization and coordinated the decision path.
Result
Secured an approximately $2.1 million firm five-year commitment in 2024, with 30% in software; displaced Fresenius and standardized the solution across 22 hospitals, including Baylor University Medical Center, Baylor Scott & White Medical Center – Temple and Baylor Scott & White Heart Hospital.
Lesson
An initial loss can become a larger win when the seller protects the relationship and is ready when customer timing changes.
02
East Alabama Medical Center
Multi-site hand hygiene compliance platform
- Total contract value
- $848,890.89
- Term
- 4 years
- Ownership
- Self-sourced
Situation
The health system faced poor hand-hygiene compliance, limited visibility, elevated infection rates and burdensome manual observation across multiple facilities.
Challenge
The decision required alignment across executive, IT, clinical and operational stakeholders.
Action
Created the opportunity, built the value case around status-quo cost and risk, and equipped the Infection Prevention Director as champion.
Result
Secured a self-sourced, four-year multi-facility agreement. Year-one value was $202,907.88 with 3% annual increases across subscription, services and installed device components. Following implementation, healthcare-associated infection rates fell by nearly 47%.
What it demonstrates
New-logo creation, executive engagement, champion development, value selling and complex enterprise contracting.
03
Parkland
Campus-wide CRRT deployment across multiple units
$417,582Capital value
- Annual disposable spend
- ~$880K
- Term
- 4 years
- Scope
- Campus-wide
Challenge: Years of consistent engagement with Parkland leadership had established trust well before an emerging patient-safety issue sharpened the need for a more refined, consistent approach to CRRT therapy.
Action: That relationship foundation allowed me to move quickly, educate nursing leadership and establish quarterly, software-enabled reviews of patient response, therapy downtime and disposable utilization to identify opportunities to maximize therapy.
Result: Secured a campus-wide, 22-machine capital commitment across multiple units, with approximately $40,000 in annual disposable spend per machine.
04
UTSW
Campus-wide CRRT deployment across multiple units
$585,476Capital value
- Annual disposable spend
- ~$760K
- Term
- 5 years
- Scope
- Campus-wide
Challenge: After nearly two years in pursuit, progress depended on aligning stakeholders who had not previously reached a common path to purchase.
Action: Used frequent in-person education and ongoing support to align medical directors, nursing leadership, biomedical engineering, executive leadership, purchasing and IT around more precise therapy management through software.
Result: Secured a campus-wide, 20-machine capital commitment across multiple units, with approximately $38,000 in annual disposable spend per machine.
Challenger + MEDDPICC
Create Constructive Tension, Then Build a Verifiable Decision Path
Challenger shapes the conversation. MEDDPICC tests whether the organization can and will act. Together, they turn insight into an executable opportunity.
Challenger conversation
Teach · Tailor · Take Control
Expose a credible cost or risk in the status quo, tailor it by stakeholder and guide the group toward commitment.
MEDDPICC qualification
Evidence Before Optimism
Validate metrics, buyer, criteria, process, pain, champion and competition before treating engagement as forecastable progress.
- 01
Teach a Relevant Insight
Challenge the status quo with evidence the customer can test.
- 02
Quantify Pain and Outcomes
Convert consequences into customer-owned metrics and success criteria.
- 03
Tailor for Power and Priorities
Connect the case to the buyer and stakeholder criteria.
- 04
Develop and Equip a Champion
Build a mobilizer who can influence the decision internally.
- 05
Take Control of the Path
Clarify decision processes, competition, risk and mutual commitments.
What This Looks Like in Practice
- Commercial insight: expose an underestimated cost, risk or performance gap.
- Metrics: translate operational problems into measurable consequences.
- Multi-threading: tailor value across clinical, operational, technical, financial and executive priorities.
- Decision enablement: equip the champion with assessments, ROI models and executive narratives.
- Forecast discipline: separate engagement from verified pain, power, process, champion and commitment.
Activity is not progress. Each meaningful action should close a qualification gap, strengthen the champion, align a stakeholder or earn a concrete commitment.
Career chapters
The Evidence Behind the Progression
SwipeSense
Created a Greenfield Territory Quickly
- $5.8M+ in self-sourced qualified pipeline within six months
- $848K+ TCV closed within six months
- Built a 10-state enterprise territory
- Built practical AI and data workflows for account prioritization, prospecting, activity analysis, follow-up priorities, pipeline management and reporting
- Reduced planning time by 30–40% through AI-supported workflows
Baxter / Vantive transition
Scaled Revenue and Clinical Credibility
- Expanded a recurring therapy and software territory through clinical and operational value selling
- 328% quota attainment and top-three national rank in 2023
- 41 PrisMax systems sold in 2023
- 215% capital and 140% recurring revenue performance in 2024
- 57 PrisMax systems sold in 2024
- Displaced an incumbent and standardized acute kidney therapy across 22 hospitals
UPS
Built the Commercial Foundation
- Acquired 30+ new logos as an Account Executive
- Acquired 25+ new logos as a Senior Account Executive
- Mentored Account Executives while serving as a Senior Account Executive
- 335% new-business quota in healthcare
- 124% revenue and 121% volume goals
- $1M–$10M+ enterprise contracts
- Top Houston SAE and 13th of 330 district-wide
- Participated in Toastmasters to strengthen executive communication
Recognition
Performance Held Across Markets, Products and Levels of Complexity
President’s Club
Baxter
Diamond Sales Club
Baxter
National Ranking
Baxter
Houston SAE
One of 54 in 2019
Best-fit opportunity
A Meaningful Enterprise Solution. A Complex Buying Committee. A Market That Rewards Strategic Growth.
Best suited for strategic enterprise sales in healthcare SaaS, AI, data platforms, clinical technology or enterprise software where success requires new-logo creation, strategic account expansion, executive access and complex stakeholder alignment.